Page 118 - ConvinceThemFlip

convince them in 90 seconds or less
90-Second Summary
Sensory Preferences
The most effective way to transfer information from you
to someone else is to adapt your communication style to
match his or hers. People generally fall into one of three
categories:
• Visual. Tell or show me how it looks. Visual people
need to see pictures and make images of their
experiences.
• Auditory. Tell or show me how it sounds. Auditory
people need to hear sounds and verbalize their
experiences.
• Kinesthetic. Tell or show me how it feels. Kinesthetic
people communicate by expressing physical sensation.
Rapport by Design
Establish rapport with others by synchronizing your
body language, voice characteristics, preferred words,
and sensory preferences with theirs.
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